Jobs at Cloudflare

Sell Cloudflare's platform to high-growth, venture-backed companies in Southern California. Own territory planning, pipeline generation, new logo acquisition, expansion, and renewals. Drive technical and executive conversations, forecast and negotiate deals, build long-term customer relationships, and collaborate cross-functionally to surface customer feedback and ensure adoption and retention. Target C-suite and technical stakeholders across Security, Network, Development, and Infrastructure teams.

Leads customer-facing technical discovery, architecture, demonstrations, evaluations, proofs of value, and technical close for Cloudflare One solutions. Advises enterprise customers on Zero Trust, SASE, secure connectivity, WAN transformation, AI security, and related technologies. Partners with sales, product, engineering, support, and customers to drive successful evaluations, communicate business value, create reusable technical assets, and provide feedback for product improvement.

Leads Cloudflare’s growth sales segment for AI and startup accounts, driving new customer acquisition and enterprise expansion. Responsibilities include owning revenue targets, recruiting and coaching a sales team, selling cloud and developer platform solutions, converting self-serve usage into enterprise agreements, and building relationships with founders and venture capital partners. The role requires expertise in cloud infrastructure, SaaS, developer platforms, AI workloads, modern application architecture, and hybrid product-led and enterprise sales motions.

Own technical go-to-market strategy for enterprise customers from pre-sales validation through onboarding, adoption, renewal, and expansion. Design Cloudflare architectures, lead technical evaluations, deliver presentations and demonstrations, guide migrations, resolve integration risks, and serve as a trusted technical advisor. Partner with account executives, carry a variable quota, identify cross-sell opportunities, conduct executive QBRs, and use AI automation to streamline workflows and customer enablement.

Lead technical discovery, architecture design, product demonstrations, and proofs of concept for enterprise customers. Own technical onboarding, implementation oversight, adoption, customer health, risk, renewals, and expansion. Partner with Account Executives in a quota-carrying role, identify cross-sell and upsell opportunities, conduct executive QBRs, and translate Cloudflare capabilities into business value. Use AI agents and internal platforms to automate RFP responses, provisioning, and telemetry monitoring.

Leads strategic Cloudflare sales across Southern California state, local government, and higher education accounts. Responsibilities include exceeding multimillion-dollar quotas, managing complex pipelines and forecasts, navigating public procurement vehicles, aligning security and networking solutions with enterprise architectures and compliance requirements, engaging senior government and university executives, coordinating cross-functional teams, and developing enterprise-wide digital transformation partnerships.

Customer-facing senior solutions engineer for developer-led startups. Lead technical discovery, deliver demos and POCs, map customer AI/product initiatives to the Cloudflare Developer Platform, build technical champions, and evangelize platform capabilities across developer and executive audiences. Requires deep platform knowledge and pre-sales experience, with up to 50% travel.

Own mid-market territory sales by acquiring new customers, expanding and renewing existing accounts, building partner relationships, developing pipeline, communicating Cloudflare’s value, forecasting revenue, negotiating contracts, and driving adoption. The role requires engaging technical and executive stakeholders across security, networking, development, and infrastructure teams while coordinating with internal cross-functional groups.

Leads complex enterprise sales cycles for Cloudflare, driving new-logo acquisition, account expansion, multi-million-dollar quota attainment, forecasting, and strategic pipeline management. Builds executive relationships, maps customer IT architectures to Cloudflare solutions, leads virtual cross-functional teams, negotiates large contracts, and positions Cloudflare as a digital transformation partner. Coaches colleagues and serves as a trusted advisor to enterprise customers.

Leads technical relationships with strategic partners across pre-sales and post-sales activities. Develops joint go-to-market strategies, enables partner technical champions, supports solution discovery and proof-of-concepts, and drives adoption of Cloudflare One, Zero Trust, and AI solutions. Owns technical account plans, partner service delivery readiness, joint managed-service offerings, architectural health, performance metrics, and product feedback initiatives.

Drive Cloudflare One revenue and adoption as a consultative sales expert. Advise sales leaders on strategy and pipeline generation, present SASE and security solutions to strategic customers, enable account executives, support complex deals, engage partners, provide management business reviews, and communicate market feedback across product, marketing, enablement, and partner teams. The role requires strong cybersecurity and networking expertise, strategic planning, competitive knowledge, presentation skills, and 10–20% travel.

Lead DoD-focused account strategy and sales for Combatant Commands (COCOM/STRATCOM/TRANSCOM). Develop account plans, drive multi-year pipeline, negotiate contracts, navigate federal procurement vehicles, work with system integrators and partners, and position Cloudflare security and cloud networking solutions to meet mission objectives.

Serve as a strategic People Business Partner to R&D leadership, driving organizational design, workforce planning, talent management, change leadership, and AI-driven people insights to align workforce strategy with business goals.

Lead design and governance of global sales compensation plans and AI-native incentive frameworks. Architect metrics for consumption and AI monetization, drive C-level decisions, build AI tools for modeling and forecasting, and partner with Finance, HR, IT, Product, and GTM to enable accurate, auditable payouts and change management for global sales teams.

Lead Cloudflare's investor relations and strategic finance work: own the quarterly earnings cycle, guidance, consensus discipline, investor engagement, Investor Day, modeling and validation, cross-functional coordination, and executive communications for public markets.